Key Takeaways
- 90% of initial "no" responses become "maybe" when you respond with curiosity instead of pressure
- "Not interested" masks the real objection 85% of the time—dig deeper
- Agents who ask "What's shaped your thinking?" convert 40% more prospects than those who push back
Why People Say No Before You Even Start
Client Question: "Why do insurance agents keep calling me? I'm not interested."
Life insurance faces unique resistance because:
- It forces thoughts of death — Uncomfortable for everyone
- No immediate benefit — You pay now for something you hope never happens
- Past bad experiences — Pushy salespeople, confusing products
- Procrastination — "I'll do it later" feels safe
Common Initial Objections
| What They Say | What They Mean | Your Approach |
|---|---|---|
| "I'm not interested" | "I don't want to think about this" | Get curious about why |
| "I already have coverage" | "Leave me alone" or "I think I'm set" | Ask about their coverage |
| "I'm too young" | "Death feels far away" | Agree, then explore |
| "I can't afford it" | "It's not a priority" or "I assume it's expensive" | Explore what they think it costs |
| "Send me information" | "I want to escape this conversation" | Offer a conversation instead |
The Curiosity Response
Instead of pushing past objections, get curious about them:
Old Way: "But life insurance is really important because..." New Way: "I hear you. What's shaped your thinking on this?"
When you understand why they're resistant, you can address the real concern—not just the surface objection.
The "I'm Not Interested"
Someone who shuts down the conversation immediately
Setup
You call a referral from a satisfied client. The moment you mention life insurance, they try to end the call.
Client says:
“Life insurance? No thanks, I'm not interested. I've had people call me about this before and I'm really not in the market. Thanks anyway.”
Practice Objectives
- 1Don't accept the brush-off immediately, but don't be pushy
- 2Acknowledge their response with respect
- 3Get curious about their past experiences
- 4Find out if there's a real objection or just reflexive resistance
- 5If they truly aren't interested, end gracefully
The "I'm Too Young"
A 28-year-old who thinks life insurance is for older people
Setup
You're talking to a young professional who was referred by their parents. They're single, healthy, and think life insurance is something they'll deal with "later."
Client says:
“My parents said I should talk to you, but honestly, I'm 28 and single. I don't have kids. Why would I need life insurance? That seems like something for people with families.”
Practice Objectives
- 1Don't lecture them about why they're wrong
- 2Agree that their situation is different from someone with dependents
- 3Explore their financial situation (student loans? parents helping?)
- 4Discuss the advantage of locking in rates while young and healthy
- 5Let them come to their own conclusion about timing
The "I Have Coverage at Work"
Someone who thinks their employer coverage is sufficient
Setup
A prospect tells you they're covered through their job and don't need anything else.
Client says:
“I appreciate you reaching out, but I already have life insurance through my job. They give us 2x salary, so I'm covered. I don't think I need to pay for more on top of that.”
Practice Objectives
- 1Don't immediately attack their employer coverage
- 2Acknowledge that having some coverage is good
- 3Ask questions about what they know about their work policy
- 4Explore what happens if they leave their job
- 5Help them understand gaps without being fear-mongering
A prospect says "I'm not interested" immediately. The best response is: